This how-to manual examines in detail the various stages of an effective telephone call from identifying the prospect and introducing yourself; getting through screens and talking to the decision maker; developing rapport and a creating two-way conversation; explaining the purpose of your call; making a proposal to the prospect;the process of negotiation and effective closing strategies; results of the negotiation;and ending the call.

Examines in detail a systematic way of dealing with objections

Deflection/decision deferral strategies, along with psychological motivators for giving over the telephone

Reveals how to assess the giving potential of prospects

Includes sample scripts or call outlines

Effective lines that could immediately be incorporated into existing telephone fundraising strategies to improve results